sales prospecting

How does your solution fit your customer's product lifecycle?

How does your solution fit your customer's product lifecycle?

Do you understand how your solution fits your customer’s product lifecycle? Salespeople must recognize that the landscape is truly shifting under our feet. Neil Rackham from Spin Selling discusses the polarizing landscape that will take the low-end transactional business and move it downstream to inexperienced sales reps or through the use of Artificial Intelligence (AI) to process these orders.

Does this mean that sales professionals will no longer be needed? The answer depends on whether you can transform yourself to meet the needs of the current buying process and build strong relationships with your customers. According to Rackham, we must become consultative with our prospects and customers; while most of us seem to understand this, many still struggle with how to actually make it happen.

Driving Sales at the Executive Level: Value Assessments

Driving Sales at the Executive Level: Value Assessments

The traditional sales model from which we have recognized up to 80% of our business is moving to the transactional sale and the higher end business is going to demand a consultative sales approach. This approach is going to shed light on the skills – or lack thereof – of today’s sales professionals. So it’s time to ask yourself: Do you have the skills to connect with executives in order to gain access to their team?

Why is it so hard for salespeople to make quota? They don’t understand “Deal Time.”

Why is it so hard for salespeople to make quota? They don’t understand “Deal Time.”

The title of this post leads you to believe that we are going to talk about time to close a deal or to make a deal. In this case I want you to think about time as a precious commodity that is fleeting and beats us every year: your finite amount of time to make quota. As the year begins with kickoff and planning, Q1 is over before we know it and Q2 is upon us. We quickly need to make up for the Q1 shortfall, which means we must double down on prospecting and get appointments that lead to follow-on investment by the customer.

Is your prospecting plan to "aggressively" wait for the phone to ring?

Is your prospecting plan to "aggressively" wait for the phone to ring?

Recently, we were meeting with a Chief Executive Officer (CEO) and a Chief Revenue Officer (CRO) to discuss training for their team in the science and art of prospecting. To kick things off, I asked the CRO about the current prospecting process and the plan to hold the sales people accountable. His answer?

“They aggressively sit at their desks waiting for the phone to ring.”

While we found the answer amusing, his response underlined the reality that their sales people had become order takers and not sales professionals.

Great Customer Service Has a Direct Impact on Sales Results

Great Customer Service Has a Direct Impact on Sales Results

In a previous blog post we discussed the book The Customer Service Revolution by John R. DiJulius and how companies and individuals have a tendency to approach clients with preconceived notions. We have this negative belief that our customers are always trying to put one over on us. It’s the 2% of customers trying to pull a fast one who prompt us to put up our defenses and drive us to believe every customer wants to screw us. But the reality is that most customers want us to be successful and profitable, in turn passing on fair pricing on our products and services. In this way, everyone benefits. 

Gravitocity Announces Strategic Partnership with Sales Gauge

Gravitocity Announces Strategic Partnership with Sales Gauge

Gravitocity Announces Strategic Partnership with Sales Gauge

Sales technology and sales training companies join forces to create complete sales prospecting solution

Burlingame, CA. – July xx, 2016: Gravitocity, Inc., a pioneer in sales outreach and prospecting technology, today announced a strategic partnership with Sales Gauge, a leading sales training and sales elearning company. Together, the two will enable salespeople to improve sales velocity by identifying and reaching new sources of senior-level prospects and closing business with them faster.